#26 - The Evolving Role of Sales Engineers in Tech

SummaryIn this episode, Peter Woods interviews Roee Hartuv, an experienced sales leader and go-to-market expert. Roee shares his journey from being a sales engineer to focusing on pricing strategies for SaaS companies. The conversation delves into the evolving role of sales engineers, the challenges of pricing in the SaaS industry, and the shift towards outcome-based pricing models. Roee emphasizes the importance of measuring customer value and adapting sales methodologies to meet modern buyer expectations. He also discusses his upcoming book on go-to-market strategy and the significance of systems thinking in business.TakeawaysRoee Hartuv transitioned from sales engineering to pricing strategy.Sales engineers play a crucial role in complex sales processes.Pricing strategies in SaaS are constantly evolving and challenging.Outcome-based pricing is becoming more prevalent in the industry.Companies need to measure customer value and cost structure effectively.Self-service and product-led growth are reshaping sales dynamics.Sales methodologies must adapt to the complexity of modern buyers.Effective pricing and packaging are essential for value selling.Systems thinking can enhance go-to-market strategies.Roee is writing a book on integrating systems thinking into business strategies.